Vice President Organic Sales Growth

East West is looking to add a talented and highly effective VP of Organic Sales Growth to our team. East West's vision is to make the world a better place - cleaner, safer, healthier, and smarter. Come join a team with a strong, collaborative culture and help us bring that vision to life.

The VP of Organic Sales is a key member of the leadership team and will be expected to bring a strategic and visionary leadership to the business. The selected candidate will be responsible for building a more cohesive commercial organization and driving strategic development, market segment objectives, forecasting and accountability, and processes and systems for existing customers. This person will run a metrics-driven organization that establishes and maintains processes and a culture of continuous improvement driven by revenue, margin, and EBITDA. This is a critical leadership role which will drive integration and alignment between all revenue generating and organizational functions to drive sustainable profitable growth.

Key Responsibilities

Business

• Establish strategic account plans to penetrate existing customers.
• Develop, maintain, and grow strategic customer relationships.
• Participate in closing strategic opportunities.
• Monitor customer, market, and competitor activity to refine sales and business strategies and plans.
• Clearly communicate performance expectations to business units and partner with the leadership teams to alleviate any potential issues.
• Support the company’s merger and acquisition strategy. Provide support and leadership during the post-acquisition integration process.
• Understand margin requirements and corresponding sales cycles for ramp up, sustainment or sunsetting; own margin enhancement activities and corresponding results.
  
  

People

• Build a commercial organization that can succeed in target industries, has a high customer orientation, and focuses on growing current customer revenue. This includes a direct report team and a dotted line organization.
• Consistently hold oneself and the organization accountable for meeting or beating expectations.
• Coach, mentor, develop and be a resource for the sales team through experiential learning moments, status reviews, and a cadence of one-on-one interaction.
  
  

Process

• Implement a process to drive account management and enable reliable revenue and margin forecasts.
• Manage the account management team through a structured process to enable predictable performance and scaling of the organization.
• Ensure a full business strategy is in place for each targeted market and that account planning and opportunity planning processes are executed.
• Work with internal teams to understand and analyze customer needs/opportunities and to develop business propositions/strategies that differentiate and sell East West's solution(s) to new customers and new parts of existing clients.
• Monitor quarterly business reviews and identify areas for improvement, celebration, and potential risk mitigation.
• Review customer contracts and documentation. Establish master service agreements, PO terms, LOAs and LOIs.
• Contribute as a key member of the overall executive team and provide counsel and input on strategy for the overall business.
• Maintain ownership of top strategic growth customers and set the bar for best practices across all accounts.
  
  

Knowledge, Skills And Experience

• Experience selling and/or managing sales and account management teams across national or global locations.
• Has ideally held other functional roles with a strong business to business selling to OEM orientation of providing customer solutions such as field sales, product marketing, business development, and/or application engineering. Experience selling into multiple end markets such as industrial (e.g., HVAC, robotics, automation), energy, and medical is preferred.
• Demonstrated track record of driving sales growth by expanding existing customers and/or winning new customers. Has led sustainable revenue growth and maintained profitable revenue targets. Preferably has experience in OEM solution sales.
• Has demonstrated experience implementing best-in-class sales processes and practices that have delivered operational excellence.
• 15+ years of sales and/or account management experience preferably in the OEM/ODM solutions industries.
• Has a track record of developing, building/scaling, mentoring, and inspiring high-performance account management teams.
• Bachelor's degree, preferably one in an appropriate business or technical discipline.
  
  

Physical Requirements

Prolonged periods of sitting at a desk and working on a computer. Must be able to lift up to 15 pounds at times.

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

About Us

East West is a global manufacturing services company focused on the realization of products, from design through distribution. As an integrated team of designers, engineers, and specialists in onshore, nearshore, and offshore manufacturing, we offer a seamless path to scale and an exceptional speed-to-market strategy while driving down costs and adhering to the highest quality standards. We are one integrated family, working together to support our customers throughout the entire product lifecycle. We are East West! www.ewmfg.com